Comments on: Experience Step 2: Customers seek options. You earn consideration. http://www.ceforprofit.com/2009/11/customers-seek-options-you-earn-consideration/ insights from author linda ireland Thu, 02 Sep 2010 02:44:45 -0400 http://wordpress.org/?v=2.8.1 hourly 1 By: Linda http://www.ceforprofit.com/2009/11/customers-seek-options-you-earn-consideration/comment-page-1/#comment-942 Linda Mon, 09 Nov 2009 19:54:30 +0000 http://www.ceforprofit.com/?p=458#comment-942 Elaine, you make a great point about how to meet target prospects and returning customers where they are. Since the goal here is simply to make the short list, establishing a real connection on the real need is definitely different than "selling" or "telling" or "pushing" (which are easier to do but yield much lower performance). A leader I know once called the wrong way to execute at this step "spray and pray" - how's that for a powerful analogy for what not do do?! Thanks for stopping by - I appreciate your insights! Elaine, you make a great point about how to meet target prospects and returning customers where they are. Since the goal here is simply to make the short list, establishing a real connection on the real need is definitely different than “selling” or “telling” or “pushing” (which are easier to do but yield much lower performance). A leader I know once called the wrong way to execute at this step “spray and pray” – how’s that for a powerful analogy for what not do do?!

Thanks for stopping by – I appreciate your insights!

]]> By: Elaine http://www.ceforprofit.com/2009/11/customers-seek-options-you-earn-consideration/comment-page-1/#comment-831 Elaine Fri, 06 Nov 2009 20:58:10 +0000 http://www.ceforprofit.com/?p=458#comment-831 Linda - wonderful post. I've also found that many potential customers think they know what they want/need to buy. But when you listen, you may find they don't have a full understanding of what they should do/buy to solve their problem. Earning their consideration may require you share more insights (not sell them) on what others have done in similar situations. Educating them on possible solutions will build trust. Regretfully, we can't assume it will insure you win the business in the short term, but it could begin a relationship for future consideration. Linda – wonderful post. I’ve also found that many potential customers think they know what they want/need to buy. But when you listen, you may find they don’t have a full understanding of what they should do/buy to solve their problem. Earning their consideration may require you share more insights (not sell them) on what others have done in similar situations. Educating them on possible solutions will build trust. Regretfully, we can’t assume it will insure you win the business in the short term, but it could begin a relationship for future consideration.

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